Channel Program Updates: Nextiva, Kaseya, AWS, ConnectWise, SAP, More
Individual-focused compensation, new MSP programs, onboarding services and more.
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AWS launched a new partner competency.
Public sector AWS partners are among the first to participate in the hyperscaler’s Smart Cities competency. AWS executives said the competency will help partners and their customers differentiate themselves.
You can read about the news as part of Kelly Teal’s cloud roundup.
Nextiva bolstered its partner development efforts.
The cloud communications provider brought on Hilary Gadda to oversee its partner onboarding and development group. The group, Gadda said, will help partners move from one-off sales with Nextiva to a long-term partnership.
Read more about the industry pain point Gadda said Nextiva is solving.
CrowdStrike added a tier to its updated partner program.
The cybersecurity provider launched an invite-only elite tier that includes the likes of Sirius/CDW, eSentire and Marco Technologies.
CrowdStrike has also made available new incentive structures and discount options.
Learn more about the program.
ConnectWise revamped its Modes Theory Assessment.
The IT management software company’s Modes Theory Methodology helps MSP partners optimize their go-to-market strategy for where they sit in their business growth story.
The assessment now includes an operational maturity level (OML) component. MSP leaders can take the free test to learn more about their competencies as business owners.
Craig Galbraith covered the news.
GoTo updated its partner network to help MSPs better serve SMBs.
The newly launched GoTo Resolve platform brings together account administration and reporting features with RMM and PSA. MSPs can use the platform and GoTo’s remote support tools to troubleshoot and fix clients’ IT environments.
Read more about GoTo.
Rackspace Technology launched an Accelerated Migration Program, signaling its intent to double down on private cloud.
The multimillion-dollar initiative as provides users with on-demand technical expertise as well as financial assistance. Details remain to be seen as to how it will impact partners, which include agents, resellers, MSPs and consultants.
Kelly Teal wrote about the program.
Kaspersky‘s updated partner program includes a revised rebate system.
The Kaspersky United Partner Program lets rebates for resellers start at the silver level. Those moving from gold to platinum will receive a progressive rate. Kaspersky executives said they wanted to make the program more attractive to partners and better support them in winning enterprise customers.
Edward Gately has the scoop.
SAP, the cloud ERP giant, unveiled a new way to rank its partners.
SAP has switched its gold, silver and medallion tiers to expert, advanced and essential, respectively. According to an executive, the update does not change a requirement but rather seeks to motivate partners to achieve better customer outcomes.
Find out how SAP’s program shift is different from that of Microsoft.
Malware detection provider Redstor gave MSPs co-branded online marketplaces.
The channel-only company offered product discounts as well as not-for-resale bundles. The vendor also vowed to substantially improve its margins and end-user pricing.
Claudia Adrien wrote about Redstor.
Datto’s MDF will double and its partner program personnel will triple through investments from Kaseya.
That projection comes from Kaseya CEO Fred Voccola, who added that Kaseya has hired 65 R&D people and will land another 100.
Program resources will increase more than 300%, said Voccola to an MSP audience at DattoCon.
Read about the speech Voccola gave to reassure Datto partners of his company’s intentions to adopt Datto’s MSP support model.
Managed security services provider Nuspire formalized its channel efforts to attract more partners and grow its customer base.
The Nuspire Partner Program caters to channel, service provider, referral and technology partner tiers. The formalization includes the launch of a partner portal and the improvement of the deal registration process.
Edward Gately has the scoop.
Enterprise work management provider Smartsheet unveiled an update to its partner program, which gives partners specialized paths.
The program had added customer role-based training and certifications. Partners can also access deeper discounts and rebates.
The program updates will take effect in February 2023.
Read Edward Gately’s story.
Trellix is pushing to work with more managed detection and response (MDR) providers and managed service providers (MSPs).
The expanded detection and response (XDR) provider announced plans to launch a training curriculum designed for partner enablement. It is also unveiling new demand creation and professional services, starting in early 2023.
Read Edward Gately’s coverage of the first ever Trellix Xpand Live.
Nutanix is now paying partner salespeople and engineers for bring Nutanix into net-new accounts.
The “New Business Individual Incentive” makes the partner function as an extension of Nutanix’ sales force, executives said. And partners reportedly had been requesting such a change.
Kelly Teal wrote an excellent article about how traditional compensation models are evolving.
Grip Security launched its first partner program in an effort to provide a more “consistent engagement model.”
Grip is offering training for sales personnel and sales engineers. It’s also offering partners’ customers a turnkey free SaaS security assessment.
Get details about the program.
Grip Security launched its first partner program in an effort to provide a more “consistent engagement model.”
Grip is offering training for sales personnel and sales engineers. It’s also offering partners’ customers a turnkey free SaaS security assessment.
Get details about the program.
SAP, Nutanix, GoTo and many other vendors have recently enhanced their channel programs.
The supplier community knows now more than ever that it needs to show partners love. More and more of their peers have launched incentives and support to drive partner loyalty.
In some of these cases, the changes are routine, involving the addition of a partner tier, certifications/competencies or training. But in some cases, vendors formalized or launched entirely new programs. Some of those are catered to a specific partner type, like MSPs. In other cases, agents. One vendor launched an incentive model to compensate individual sales people within a partner organization.
And in the case of Kaseya, the IT management software company touted its recent investments in people and its vow to adopt Datto‘s MSP support model.
Scroll through the 17 images above to see the most important program updates of the previous month. Or check last month’s new programs recap if you missed it.
Want to contact the author directly about this story? Have ideas for a follow-up article? Email James Anderson or connect with him on LinkedIn. |
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